©2003 Peter B. Stark and Jane Flaherty; (P)2004 Random House, Inc., Random House Audio, a division of Random House, Inc.
"A helpful guide to arm beginners and refine experienced negotiators...comprehensive, inspiring book...One can't help but wonder what would happen if everyone read this book: people from both sides would be too savvy for either to get a good deal." (Publishers Weekly)
"This is a handbook for negotiating your way through life. Whether you are negotiating a big deal or dinner plans with a friend, this book will be invaluable to you. Read it today!" (Jack Canfield, author of Chicken Soup for the Soul)
This book is awesome. It lays out negotiating tactics in bitesize lessons, each with memorable names. Not only can you learn to better negotiate for things you want, but you can be aware of these tactics when they are used on you. And a lot of them have, by salespeople, co-workers, friends, etc. It doesn't teach you to bully your counterpart into getting what you want, but rather to foster win-win scenarios that enable both parties to walk away feeling victorious.
I'm a professional musician and self-employed and what I get paid for my work is totally up to my ability to negotiate contracts. I have quite a bit of experience at this, yet usually feel so uncomfortable discussing money that I would often low-ball for the sake of avoiding the haggling.
After listening to this book I feel much more comfortable asking for what I really want. In fact within the week I finished the CD's I got an email from a organization asking what I would charge to perform some music as part of their convention in Phoenix. No longer feeling uneasy, but rather excited to try out what I had been learning, I was able to ask and get more than twice what I usually would charge. The best part is that I was able to do this without gouging, or making the client feel ripped off or taken advantage of.
We negotiate agreements with people everyday. Big ones and all the way to tiny little agreements we work out with people. Negotiation is such a heavy word, but its part of everyday life. Learn to do it well, and you will get more of what you want, and have people thanking you for it. I can't recommend this book enough!
This book really shines by the quality of its presentation. Both authors did a very good job in conveying their material. I wish more books were as entertaining and skillfully crafted as this one. Definitively one of my most enjoyable listens. I highly recommend it.
This book delivers on its promise. this is a detailed guide to negotiating strategies and their counters. You need only listen to this once to catch some tactics that have been used on you and some that you can use yourself. But to get the full benefit of this it must be listened to several times to absorb most of the material into your consciousness. There is alot of material heres but it is not dry at all. You will find something new everytime you listen.
While I do not claim to be an expert in negotiating, I have to say this was a disappointing listen. It started with promise, talking about strategy and ensuring you have the right objective in mind. It then deteriorates into a simplified rendition of tactic and counter-tactic. Not recommended unless you are in frequent low level negotiations, such as high churn sales environments or preliminary business development (and even then as a beginner's guide.
The tips and stretegies in this book are fairly simple and common sense, which is good. But I think would be better suited for a flowchart or checklist. (Some sort of hardcopy). An audio book of a list is not too helpful.
Now, about the narrators, who are the authors... sometimes, it is beneficial to have the author read his/her own book (Dr. Phil, Morgan Sprulock for example). But in this case I think we could benefit from a professional reader, (especially one who is lacking a heavy midwest accent).
The book is read by the authors without any inspiration of passion. You hear about things like "You can counter this with 'these boots are made for walking' or 'higher authority' methods"
Alot of the examples are dated and very uninteresting. The only good qualities to this book are there are some concepts I hadn't thought of before, which a quick outline of the book with brief descriptions in what they mean by "these boots are made for walking" (which is pretty obvious) and you'd be able to negotiate just as well.
If they didn't read through every example, I'd think the content of this book would last maybe 20 minutes. A web search on "negotiating tips" would be more worthwhile IMHO.
While listening to this book I was constantly suprised how many of these tactics had been used on me over the years without my knowledge. I now feel more comfortable to deal with negotiations and dealing with conflicts too. I actually look forward to them.
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